If looks could sell: Moderation and mediation of the attractiveness effect on salesperson performance

This study empirically investigates the effect of perceived salesperson attractiveness on actual salesperson performance, focusing first on the moderating effect of length of the buyer–salesperson relationship and then on the mediating effects of perceived communication ability, likeability, experti...

Ausführliche Beschreibung

Bibliographische Detailangaben

Veröffentlicht in:	International journal of research in marketing 1999-12, Vol.16 (4), p.269-284
Hauptverfasser:	Ahearne, Michael, Gruen, Thomas W, Jarvis, Cheryl Burke
Format:	Artikel
Sprache:	eng
Schlagworte:	Attitude surveys Attractiveness Client relationships Effects Mediators Personal appearance Pharmaceutical industry Physicians Relationship length Salespeople Salesperson Source effects Statistical analysis Studies
Online-Zugang:	Volltext
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